by Adam Shapiro | Dec 16, 2008 | Sales Messaging, Sales Process, Today's Lessons
Clients: I hope the year ends on an upswing or at least at or above projections. While all of you are busy trying to close deals this month, you undoubtedly will have reps wondering how to stay busy while deals slip or (better) while waiting for the good news to come...
by Adam Shapiro | Nov 9, 2008 | Sales Leader, Sales Management, Tools
If you pay attention to pop culture, have some appreciation for history or at least historical perspective, and love sports, you should be regular reader of “The Sports Guy” on ESPN’s Page 2. Bill Simmons is a smart and hysterically funny writer....
by Adam Shapiro | Oct 28, 2008 | Sales Messaging, Today's Lessons, Tools
Web browsing is awesome. I am currently evaluating whether to move away from a laptop running windows to a new MacBook. While researching how to switch over without losing productivity and gobs of time, I stumbled on an insightful post in Michael Hyatt’s Web log...
by Adam Shapiro | Jun 25, 2008 | Champion, Prospecting, Sales Messaging, Sales Process, Today's Lessons, Tools
A CEO at a CustomerCentric Selling® client of mine asked me to review an unsolicited prospecting email he received. I have changed the name of the seller’s company. I’m trying to be instructional, not confrontational. Here’s my take: Hi Robert< It...
by Adam Shapiro | Apr 18, 2008 | Prospecting, Today's Lessons
One of my guilty pleasures while driving to or from a morning appointment is listening to Colin Cowherd on ESPN Radio. Though I don’t always agree with Colin, I enjoy his “takes” on sports and life. He often has interesting guests and is very...
